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Vineet Sood | Profitable Growth Partner

Unleash your TRUE Potential

© 2012 Adobe Systems Incorporated. All Rights Reserved. Adobe Confidential.

© 2012 Adobe Systems Incorporated. All Rights Reserved. Adobe Confidential.

© 2012 Adobe Systems Incorporated. All Rights Reserved. Adobe Confidential.

YES ….We are OPEN!

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© 2011 Adobe Systems Incorporated. All Rights Reserved. Adobe Confidential.

Launched APC - Your Passport to Profitable Growth

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© 2012 Adobe Systems Incorporated. All Rights Reserved. Adobe Confidential.

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Bee..HAG

© 2012 Adobe Systems Incorporated. All Rights Reserved. Adobe Confidential.

Our Playground

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IT/ITeS Print & Publishing Newspaper

Pharma & Health Care Advertising/PR/Digital/Outdoor Agencies Animation & Gaming

Broadcast & TV channels Engg.; AEC & Mfr Co’s Ecommerce & Online Portals

Retail Chains & Large Mktg firms Post Production Houses/Studios Schools, HED and Training inst.

..….League has changed

Spread-Out Footprint

Increased Run Rate Higher Yield per deal

Large Deals

Association Clusters

Comprehensive Vertical Coverage

© 2012 Adobe Systems Incorporated. All Rights Reserved. Adobe Confidential.

APC Champions !

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12 Bolts Rev >2X

40 Phelps

450 DR’s

DR:40 lacs/mth

Reb:1.22 cr/qtr

© 2012 Adobe Systems Incorporated. All Rights Reserved. Adobe Confidential.

The Adobe Champs

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Champion DNA

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PASSION & Mindshare

RESOURCE Investment

LEVERAGE Infrastructure

CAPTIVE Base

© 2012 Adobe Systems Incorporated. All Rights Reserved. Adobe Confidential.

Transactional Mediocrity

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Competitive Struggle

Compliance Dependence

Conservative Investment

Reactive

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When GOOD becomes GREAT ?

© 2012 Adobe Systems Incorporated. All Rights Reserved. Adobe Confidential.

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From Good to Great in 6 Steps

© 2011 Adobe Systems Incorporated. All Rights Reserved. Adobe Confidential.

Allocation of Resources - Mindset

Where I am today?

Where Do I want to Go?

How Do I get there?

Which Path?

Playground

Intensity

• Strategic vs

• Nut Bolt

Kit Bag

• Dedicated vs

• Shared

Team

Org.

© 2011 Adobe Systems Incorporated. All Rights Reserved. Adobe Confidential.

Productively Leverage the Adobe Infrastructure

Benefits Statement

Profiled Leads

Customer Acquisition

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LC Nominations

Webinars & Promos

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CSC – Channel Alliance

Opportunity Registration & Rebates

© 2012 Adobe Systems Incorporated. All Rights Reserved. Adobe Confidential.

Productively Leverage the Adobe Infrastructure

2X

Build

Nurture

Close

Clean

Lever DR

© 2012 Adobe Systems Incorporated. All Rights Reserved. Adobe Confidential.

Productively Leverage the Adobe Infrastructure ($$ -- Rebates)

© 2012 Adobe Systems Incorporated. All Rights Reserved. Adobe Confidential.

Productively Leverage the Adobe Infrastructure (LC Nominations)

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• Internal • KPMG Large

• 6 Member IS • Regional Support SMB

• Legal Firm • 4 Member IS + Raids Associations

© 2012 Adobe Systems Incorporated. All Rights Reserved. Adobe Confidential.

Productively Leverage the Adobe Infrastructure

Joining Forces

Increase Momentum

Weekly Rhythm

• Started with 15 Partners • Input: 5 Sales Leads/Monday • Output: Every Friday:

– Nurture – Close or Drop – Compliance Target

CSC – CHANNEL Alliance

© 2012 Adobe Systems Incorporated. All Rights Reserved. Adobe Confidential.

Carefully Balancing the Business Mix

© 2011 Adobe Systems Incorporated. All Rights Reserved. Adobe Confidential.

ADOBE Quarter End’s

Anticipating Moments of Xplosive Growth

© 2011 Adobe Systems Incorporated. All Rights Reserved. Adobe Confidential.

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8 Qtr Ends

Launches & Red Zone

Flexibility Rebates Incentives Promos Profitable

Revenue Growth

Anticipating Moments of Xplosive Growth

© 2011 Adobe Systems Incorporated. All Rights Reserved. Adobe Confidential.

Surgically Target Clusters

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Associations Textile

INS Arena/ Maac

Photo Labs

Architects

Printers

Effectively use Inside Sales

Watch out for Q4 Targets

© 2012 Adobe Systems Incorporated. All Rights Reserved. Adobe Confidential.

Q3 in eDM’s & Promos

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© 2012 Adobe Systems Incorporated. All Rights Reserved. Adobe Confidential.

New Clusters for Q4.

Printer & Textile Association Contd.

To move with Alertness & Agility

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Wk 1 Wk 2 Wk 3 Wk 4 Wk 5 Wk 6 Wk 7 Wk 8 Wk 9 Wk10 Wk11 Wk12 Wk13

35% 25% 40%

Qtr End

Qtr End

Nurture Install Base

Arena & Maac from last yr

Rep. incentive

Look out for Global Programs

CSC – Channel Alliance (Select Partners)

Open for LC nominations

© 2012 Adobe Systems Incorporated. All Rights Reserved. Adobe Confidential.